Senior Ptnr Practice Recruiter, Sales in Hartford, CT

TitleSenior Ptnr Practice Recruiter
LocationHartford, CT
Date AddedDecember 5, 2014
Open Positions1

This Job is eligible for the following work arrangements :TeleWork
The US Systems Integrator Recruit & Activate team has an opening for an East Region Business Development Manager.

This role is strategic in allowing Microsoft to increase our capability and capacity in the marketplace. As a Competitive Practice Recruiter, you are directly responsible for the recruitment of highly competitive and successful practices or partners in a given technology area from the competition to Microsoft. You will be revenue accountable and will own the strategy of how to achieve that revenue shift from a set of partners that will be determined with input from the Partner Leadership Team (PLT) in your subsidiary through the SAW process. These partners can be existing partners today but who we have a low share of wallet with for example they may already sell SharePoint or Exchange but secure it, manage it and virtualize those installs with alternative software products from competitors like AWS, VMware or Cisco.

As the SIR&A East Region Business Development Manager you will set partner recruitment goals and strategy with executives from our local sales offices, spanning Enterprise, SMS&P and Industry Unit leadership. Then you will meet with business leaders from top systems integrator partners, define mutually beneficial value propositions with the partners, assist the partner in training and enablement activities leading to Microsoft certifications, and launch joint business plans for revenue growth and management by Microsoft teams.

Key Areas of Responsibility for this role:
Understand High Priority target Partners through PLT Council Coordination - Gain Cross Sub Agreement
Establish trusted relationships with key partner executives
Demonstrate the business value of building out Microsoft services practices
Create business and technical enablement plans
Measure and Track the Prospect Pipeline for recruitment in CRM
Drive PSP commitments and Revenue Growth
Drive these partners to progression through the Microsoft Partner Program
Craft a marketing initiative to develop incremental pipeline of opportunities to prove out the business value
Link recruited partners with Corporate Accounts to aid in competitive situations
Successful Handoff of recruited partners/practices
The outcome of each recruited partner will be a revenue commitment in year 1 and revenue attainment in year 2 adding to the overall subsidiary compete metric on the PLT scorecard.

Key challenges for the role are to support a subsidiary's "Must-Win-Partner" decisions. There must exist effective business plans that have identified the need for new partners by competencies, areas of specialization, solutions sets, market segments and territories. This will require extensive skills around cross group collaboration and managing expectations between groups within a subsidiary for example; Public Sector, Corporate Accounts and the Partner Strategy and Programs teams. The resulting plan should all be documented in the Macro plan for a country by technology area. The challenges facing the role strategically will be around the shift to cloud, and the different business models that will require in order for Microsoft to be successful in the market. Helping partners to understand our offering and capitalize on that opportunity is a key requirement for success.

A keen business acumen and executive communication skills are a must, as success in this role is dependent upon these relationships. The candidate should have deep partnering background, including experience with multiple partner programs. A proven track record of developing, implementing, & representing cross-group initiatives is critical. The candidate must be a highly motivated self-starter, with a vibrant competitive spirit and leadership skills. A BS/A is required and an MBA preferred along with 6+ years' experience in a related field. This position requires 35%+ travel and the candidate must reside in the East Region (All States in the East Region).

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.
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